In Lewis Carroll’s tale of Alice’s Adventures in Wonderland, the White Rabbit appears early in Chapter One with a pronouncement […]
In complex sales the probability of capturing the business is significantly reduced if you cannot successfully sell at the senior
Selling to the C-Level? Senior executives are not engaged equally throughout the buying cycle. In general, they are involved early
In major accounts, it’s more important than ever to have an effective strategy for selling at the senior-executive level. But
In complex sales, the probability of capturing the business is significantly reduced if salespeople cannot successfully sell at the senior
In complex accounts, sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is
The short answer is yes, you can achieve differentiation at the C-level, but you’re unlikely to get there by simply
